Car-Mart(CRMT) - 2026 Q2 - Earnings Call Transcript

Financial Data and Key Metrics Changes - The company reported a net loss of $22.5 million, which included approximately $20 million in non-cash reserve adjustments and one-time charges related to strategic actions [4][27] - Revenue increased by 0.8% year-over-year, primarily driven by higher interest income and a nominal increase in average retail sales price [12] - Gross profit margin was 37.5%, down from 39.4% in the prior year, but adjusted margins improved by approximately 100 basis points year-over-year [13][14] - SG&A totaled $57.2 million, with a reported SG&A as a percentage of sales at 20.0% [19] Business Line Data and Key Metrics Changes - Credit application volume increased by 14.6% year-over-year, indicating strong consumer demand despite lower inventory levels [11] - The company consolidated five underperforming stores, resulting in an estimated 10% reduction in store footprint [8][17] - The enhanced underwriting platform, LOS V2, led to 76.5% of volume coming from higher-ranked customers, a 12% improvement compared to the prior year [12] Market Data and Key Metrics Changes - The broader wholesale market effects have subsided, with prices continuing to decline seasonally [6] - The company closed a transformative $300 million term loan, enhancing capital flexibility and allowing for operational optimizations [7][24] Company Strategy and Development Direction - The company is focused on optimizing its footprint and cost structure through a multi-phase plan, aiming for over $20 million in annualized SG&A savings [8][21] - The strategy includes prioritizing higher-quality customers and leveraging new payment channels to improve collection efficiency [9][15] - The company aims to complete its capital structure transformation and normalize inventory levels to meet strong demand [30] Management's Comments on Operating Environment and Future Outlook - Management noted that consumer demand for affordable transportation remains robust despite economic uncertainties [5] - The company is preparing for a challenging environment by focusing on higher-quality customer acquisition and operational efficiency [41] - Management expressed confidence in the company's ability to navigate current challenges and return to positive earnings [30][44] Other Important Information - The company has seen a significant increase in collections per active customer, rising to $582 from $561 year-over-year [22] - The allowance for credit losses increased to 24.19% of finance receivables, reflecting observed loss history and macroeconomic uncertainties [23] Q&A Session Summary Question: Can you quantify the performance of newer vintages compared to legacy ones? - Management indicated that newer vintages are performing better, with a 18%-20% improvement in performance metrics compared to legacy loans [33] Question: How is the competitive environment affecting strategy? - Management noted that the sector is under pressure, with challenges in capital procurement and inventory sourcing, but they are positioned to benefit from easing competition [37] Question: What factors are being monitored for signs of improvement in the industry? - Management emphasized the importance of optimizing cost structures and focusing on higher-quality customers to navigate the current environment [41] Question: What are the expectations for sales volume and revenue going forward? - Management expects some near-term noise in sales results due to inventory rebuilding but is optimistic about capitalizing on the upcoming tax season [66]